Two weeks ago, another national lender announced that it was closing its consumer direct business due to unprofitability. The organization’s sales approach was to buy leads and try to refinance them. This marketing approach is expensive and as a result, the company couldn’t cover the costs involved with bidding for leads. Five years ago when …
Since time immemorial, selling has been defined by having a physical location. Whether in movies, books or on TV shows, the salesperson has typically been portrayed as someone who travels to a market and physically visits a customer or potential prospect. Similarly, a sales manager’s primary job has been to take the map of a …
In my sales training sessions with originators, it is clear that many of our industry’s producers are having a difficult time selling in today’s hyperconnected world. Likewise, management teams are facing similar issues. The big question is how to sell and market products and services when unlimited information, short attention spans and intense competition have …
When training originators, part of my preparation is to view students’ LinkedIn profiles so I am familiar with their backgrounds. Time and time again, what I see are profiles that are poor or unprofessional with photos that might include the salesperson’s wedding day or his or her pets. This may seem funny but I find …
